Épisodes

  • Becoming the Protege with Jacob Brawner

    Becoming the Protege with Jacob Brawner
    Dec 5 2025
    In the sixth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers speaks with contestant Jacob Brawner of Brawner Insurance, based in Iowa and serving the Midwest. Jacob shares his unconventional path from being a teacher to joining his family's agency, originally focused on crop insurance. The conversation highlights Jacob's educational background as a key asset in his sales process, allowing him to patiently teach clients rather than just sell to them. They also discuss the importance of detaching from the outcome, the value of building a consistent pipeline, and how Jacob plans to leverage the mentorship and networking opportunities within The Protégé to accelerate his agency's growth. Key Highlights: From the Classroom to Commercial Insurance Jacob Brawner explains his transition from teaching to insurance, driven by a desire to continue his father's legacy after his brother purchased the agency. He discusses the steep learning curve of moving from a specialized crop insurance focus to a broader commercial portfolio and how his teaching background gives him a unique advantage in educating clients. Sales as an Educational Process David and Jacob dive into the philosophy that sales is actually education. They agree that taking the time to explain the "why" behind coverages, renewal processes, and loss runs builds trust and leads clients to ask the right questions, ultimately making the sale a natural conclusion rather than a high-pressure pitch. Detaching from the Outcome & Pipeline Strategy The conversation emphasizes the power of detaching from the outcome. David shares his mindset that he enters every meeting already in the "worst-case scenario" (not having the account), so there is only upside. They discuss the critical need for a robust pipeline to remove the desperation from sales, allowing producers to walk away from bad fits and focus on long-term relationships. The Power of Mentorship and Networking Jacob expresses his excitement for the mentorship aspect of The Protégé, noting that the Friday mentor calls alone are "priceless." He shares how the competition has already accelerated his growth and connected him with industry leaders, reinforcing David's point that the real victory lies in the process and the network built, not just the final prize. Identifying the Competition in Protege When asked who he sees as his stiffest competition, Jacob points to Aaron from the Carlyle Agency, citing their reputation as a "big deal" in the region. David offers his own take, noting that while Jacob, Joe, and Sam had the top video submissions, past seasons have shown that grit and execution often outweigh production value. Connect with: David Carothers LinkedIn Jacob Brawner LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Brawner Insurance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    54 min
  • Transforming Vehicle Warranties with Clinton Houck

    Transforming Vehicle Warranties with Clinton Houck
    Dec 3 2025
    In this episode of the Power Producers Podcast, David Carothers, Kyle Houck, and Clinton Houck explore how technology, customer experience, and new product offerings are reshaping opportunities in the insurance industry. Clinton, who started his career at State Farm and later moved into the insurtech space, shares how his path led him to Fair, a company reimagining the vehicle warranty space. Historically plagued by poor customer experiences and shady telemarketing tactics, warranties are being reinvented as a trustworthy, transparent, and agency-distributed product. Key Highlights: Disrupting Auto Warranties Clinton Houk explains how Fair eliminates dealership markups and regulation issues to offer independent agents a transparent, partner-focused warranty solution with a superior claims experience. The "Plus One" Cross-Sell Learn how to seamlessly integrate warranty discussions into everyday workflows. This strategy offers clients critical financial protection against repair bills while boosting agency revenue and retention. Closing Commercial Coverage Gaps David and Clinton highlight a major opportunity: protecting rideshare drivers and commercial fleets, which are often excluded by standard personal warranties, from cash flow shocks. Plug-and-Play Sales Tech Clinton details Fair’s agent-friendly technology, from embeddable quoting links and APIs to an in-house sales team that can handle the entire process for your agency. Connect with: David Carothers LinkedIn Clinton Houck LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Fair Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    44 min
  • Becoming the Protege with Jeff Rountree

    Becoming the Protege with Jeff Rountree
    Nov 28 2025
    In this fifth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers chats with contestant Jeff Rountree, principal of the Roundtree Agency. The conversation is a flavorful blend of business strategy and culinary passion, as Jeff shares his journey from life insurance and corporate training to commercial ownership. They dive into the challenges of navigating an agency after a partner's passing, the importance of specialization in niche markets like health and fitness, restaurants, and contractors, and how Jeff's participation in The Protégé is already reshaping his professional life through networking and mentorship. Key Highlights: From Corporate Training to Agency Principal Jeff Rountree shares his pivot from life insurance to commercial ownership, navigating a partner's passing to focus on niche specialization in markets like restaurants and contractors. The Protégé: More Than a Competition Jeff joins Season 3 not just to win, but to leverage top-tier mentorship, expand his network, and accelerate his agency's growth through continuous learning. Mastering the Technical Side Jeff emphasizes the need for "brain surgeon" precision in insurance auditing and classifications to differentiate himself from transaction-focused agents. Crafting the Underwriter Narrative To prevent non-renewals, Jeff advocates for onsite client visits to build detailed, compelling stories for underwriters rather than simply submitting forms. Business Acumen with a Culinary Twist Using stories of cooking Katz's Deli pastrami and Italian pasta, Jeff illustrates how patience, preparation, and attention to detail are the secret ingredients for sales success. Connect with: David Carothers LinkedIn Jeff Rountree LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Roundtree Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    48 min
  • Ethical Influence and Faith with Brian Ahearn

    Ethical Influence and Faith with Brian Ahearn
    Nov 26 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck welcome back Brian Ahearn, Chief Influence Officer at Influence PEOPLE. They discuss his fifth book, Influence from Above, a business parable that merges Robert Cialdini’s principles of persuasion with Biblical tenets. The conversation explores modern authorship using AI, the strict definition of ethical influence, and how to maintain relationships in a polarized world. Key Highlights: The Genesis of "Influence from Above" Brian Ahearn shares how a conversation with his daughter inspired him to map influence principles to Biblical concepts. The book serves as a sequel to The Influencer, following the main character as he applies these strategies within a church setting. Accelerating the Writing Process with AI David and Brian discuss leveraging technology in authorship. Brian details how he used ChatGPT as a real-time developmental editor—not to write the content, but to ensure character consistency and speed up editing, allowing him to finish the manuscript in just two months. Defining Ethical Influence Brian outlines his three-part framework to ensure influence never crosses into manipulation: 1) Be truthful, 2) Use natural principles (don't manufacture scarcity), and 3) Build relationships to leave people better off. Navigating Polarization and Relationships The group tackles the "cutoff culture" on social media. Brian explains how applying the principle of Liking and remaining genuinely curious about differing viewpoints allows him to maintain friendships despite opposing worldviews. Book Giveaway and Bonus Offer David announces a giveaway for the first 12 listeners to email him. Brian adds a bonus: buy the new book, email him the title of Chapter 2, and receive a digital copy of the prequel, The Influencer, for free. Connect with: David Carothers LinkedIn Brian Ahearn LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Influence PEOPLE, LLC Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    52 min
  • Protecting Your Middle Market Accounts with High Net Worth Referral Strategies with Jessica Fukuchi

    Protecting Your Middle Market Accounts with High Net Worth Referral Strategies with Jessica Fukuchi
    Nov 19 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Jessica Fukuchi, co-founder of PCRG Insurance. They dive into the often-overlooked world of high-net-worth personal lines insurance and why middle-market commercial producers need to pay attention to it. Jessica shares her journey from a captive agent to building an independent agency specializing in high-net-worth clients, often through referrals from financial advisors. The conversation explores the strategic importance of partnering with a high-net-worth specialist to protect commercial accounts from being poached by large brokerages that offer both commercial and private client services. Key Highlights: Protecting Your Book with High Net Worth Partners David emphasizes a critical vulnerability for middle-market producers: if you aren't addressing the personal insurance needs of business owners and executives, a competitor who does—like a large national broker—can use that as a wedge to take the entire commercial account. Partnering with a specialist like Jessica allows agents to offer this service without having to master the complexities of the high-net-worth market themselves. Navigating the High Net Worth Landscape Jessica explains the nuances of the high-net-worth market, from working with family offices to understanding the complex portfolios of wealthy clients (multiple homes, luxury cars, etc.). She discusses the current hard market for umbrella and excess liability, noting that securing high limits often requires stacking policies from multiple carriers, a strategy far different from standard personal lines. The "Duty to Offer" and Risk Management The discussion touches on the agent's "duty to offer" comprehensive protection. David and Jessica agree that failing to discuss personal excess liability or cyber coverage with a wealthy client is a disservice that could lead to E&O issues. They highlight unique risks like kidnap and ransom for high-profile clients and the importance of addressing the "insurance junk drawer" many wealthy individuals accumulate. Work-Life Balance and Setting Boundaries Jessica shares her personal journey of overcoming burnout by setting strict boundaries between work and personal life. She discusses how delegating tasks, hiring a VP, and being transparent with her team about her need for family time allowed her to regain balance. This segment resonates with the hosts, who also prioritize life experiences and travel over being tethered to the office 24/7. Connect with: David Carothers LinkedIn Jessica Fukuchi LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp PCRG Insurance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    1 h et 1 min
  • Becoming the Protege with Brian Shaw

    Becoming the Protege with Brian Shaw
    Nov 14 2025
    In the fourth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers welcomes contestant Brian Shaw, the Principal at Alamo Insurance Professionals. Brian, a veteran of the US Army, law enforcement, and the financial services world, shares his powerful "why" for joining the competition. He discusses his unique challenge of feeling like he's "running in quicksand" while trying to grow his two-year-old agency and simultaneously train his son, who has Asperger's and type 1 diabetes. The conversation is a candid look at the father-son dynamic, the need for proven systems, and finding the discipline to succeed. Key Highlights: A Veteran's "Why": Building a Legacy Brian Shaw explains that after 20 years in the industry and a near-fatal battle with COVID that cost him his medical device business, he returned to commercial insurance. He joined The Protégé to find the systems and discipline he needs to train his son effectively, break his own "bad habits," and build a lasting legacy for his family. The Father-Son Dynamic & Overcoming Challenges Brian opens up about the unique joys and frustrations of working with his 31-year-old son, who is on the autism spectrum. He shares his personal struggles as a father and trainer, noting that his son is a "sponge" for information but struggles with focus and the father-son dynamic. Brian's goal is to use The Protégé's framework to become a better teacher and provide a clear path for his son to follow. Niche Focus: Construction and Agriculture With a deep personal background in agriculture (growing up on a farm in Indiana, 4-H, and FFA) and a strategic focus on construction (HVAC, electrical, and plumbing), Brian is working to establish his agency as a true risk management partner, not just a "policy peddler," in these specific niches. Fear of Failure: "I'm Most Concerned About Myself" When asked who he's most worried about in the competition, Brian gives the honest answer: himself. He shares his fear of letting his family and son down and his self-identified shortcoming of "tweaking" systems that are working instead of just executing. David's tip is to focus on the process—which is the real victory—rather than the competition. Connect with: David Carothers LinkedIn Brian Shaw LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Alamo Insurance Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    47 min
  • How AI and Automation are Reshaping the Industry with Jeff Harris

    How AI and Automation are Reshaping the Industry with Jeff Harris
    Nov 12 2025
    In this episode of the Power Producers Podcast, host David Carothers sits down with Jeff Harris, the CEO and co-founder of Appulate, widely considered the original Insurtech (founded in 2005). Jeff shares Appulate's journey from solving the "abysmal" problem of supplemental form generation to becoming an all-in-one AI solution for agencies. They discuss the critical gap between insurance and technology, how AI is reshaping the industry, and why Appulate is taking a conservative and reliable approach to its implementation. The conversation also covers the dangers of agents using public AI tools with client PII and how technology is the "great equalizer" for small agencies. Key Highlights: The Evolution of the Oldest Insurtech Jeff Harris details Appulate's nearly 20-year history, which began by solving the pain of manual supplemental forms. Today, their Producer Connect platform serves as a "bolt-on" to an agency's AMS, acting as a broad marketing platform that saves time on data entry, obtains loss runs, and integrates with thousands of carrier portals to eliminate redundant work. AI's Role: A Conservative and Reliable Approach While AI is changing the industry, Jeff emphasizes that it must be reliable and consistent. He compares it to Tesla's autonomous driving—it had to be perfected before users could trust it. Appulate currently uses AI where it excels, such as parsing data from loss runs and deck pages, but avoids areas where the industry (like carrier portals) isn't ready for full AI integration, which could cause more problems than it solves. The Danger of "Lazy" AI Implementation David and Jeff discuss the significant E&O and cyber risk of "fundamentally lazy" agents uploading policies with Personally Identifiable Information (PII) into public Chat-GPT. Jeff stresses the importance of using secure, vendor-provided AI solutions rather than unvetted public tools, highlighting that AI is already being effectively used in areas like fraud detection. AI as the "Great Equalizer" for Agencies Jeff explains that AI is a "once-in-a-generation opportunity" for small and mid-sized agencies to compete with the 100-pound gorillas. By automating manual, time-consuming tasks, AI reduces burnout and turnover, helps retain younger tech-savvy talent, and allows smaller agencies to achieve the same level of output and efficiency as their largest competitors without massive investments in headcount. Connect with: David Carothers LinkedIn Jeff Harris LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Appulate Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    39 min
  • Becoming the Protege with Lloyd Brown

    Becoming the Protege with Lloyd Brown
    Nov 7 2025
    In this third installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers sits down with contestant Lloyd Brown. David opens the show with a candid discussion on the need for greater diversity in the "pale, male, and stale" insurance industry, commending Lloyd for joining the competition. Lloyd shares his powerful personal journey, from attending ministry school for six years to become a pastor to finding his calling in the business world. He explains how his core strength of empathy has become his greatest asset, allowing him to build a successful niche serving churches, religious organizations, and schools in the challenging Florida market. Key Highlights: From the Pulpit to the Middle Market Lloyd Brown details his unique background, explaining his decision to take his spiritual foundation and purpose "outside the walls of the church" and into the business world. This transition led him to insurance and, after binging the podcast for guidance, to The Protégé competition. A Mission for Diversity and Meritocracy Lloyd shares his motivation for joining the show: to represent people of color and spotlight the insurance industry as a powerful vehicle for creating generational wealth. He emphasizes his strong belief in meritocracy over victimhood, stating that success in production is open to anyone with the hunger and desire to achieve it. Empathy as a Niche-Building Superpower After discovering empathy was his top result on StrengthsFinders, Lloyd learned to embrace it as his key differentiator. This strength allows him to connect deeply with leaders of churches and schools, understand their missions, and navigate the difficult coverages unique to their operations (like property, SAML, and pastoral legal liability). Reframing Savings as Mission Impact The conversation highlights the unique value of serving non-profits. Lloyd shares a story of saving a school $27,000 by reclassifying work comp codes (moving employees from 9101 to 8868), which the school used for employee bonuses. David adds a powerful tip: agents in this niche should get client testimonials and reframe savings not in dollars, but in mission terms (e.g., "10,000 more Bibles"). Connect with: Lloyd Brown LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp USI Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    39 min